Episode Description

"Why don't you have a look at my portfolio?"

It was mid-2020. Sandeep Jethwani, then a Senior Managing Partner at IIFL Wealth, was getting a number of requests from his friends. As he reviewed their portfolios, a startling realization dawned on him. These weren't just any portfolios - they belonged to accomplished professionals at the peak of their careers. Yet, they were shockingly mismanaged.

This 'aha moment' became the catalyst for Sandeep, Vaibhav, and Sahil to start Dezerv, which addresses a critical gap in the market for India’s affluent and emerging HNI investors. Today it is one of India’s fastest-growing wealth management platforms, with over ₹7,000 crore in client assets.

In this illuminating conversation with Vaas Bhaskar (Principal, Elevation Capital), Sandeep takes us through his journey of building a trusted financial services brand for India's affluent investors. Dezerv is leveraging specialized expertise, technology, and a superior client experience to solve a crucial problem: the underperformance of most high-net-worth portfolios.

From overcoming the wealth management industry’s ‘cold start’ problem to debunking the myth of 'dumbing down' finance for clients, Sandeep offers a masterclass in building a wealth management startup.

In this episode, you will gain insights on:

1. Evolution and whitespaces in India’s wealth management industry
2. Building trust in a digital-first environment
3. Dezerv’s early design choices and mistakes
4. Balancing multiple subcultures within the organization
5. The power of personal branding in business